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Position Summary
The Regional Sales Manager – North America is responsible for driving commercial growth through the effective management, development, and performance of Rigaku’s distribution partners. This role emphasizes strategic territory coverage, strong relationship building, sales execution excellence, and consistently accurate forecasting. Success requires a leader who can elevate distributor engagement, expand market reach, and deliver predictable, data-driven results.
Key Responsibilities
Distributor Management & Development
- Recruit, onboard, and continuously assess and develop a high-performing network of distributors across North America.
- Build strong, trust-based relationships with distributor leadership and sales teams to ensure alignment on goals, messaging, and commercial priorities.
- Conduct regular business reviews focused on performance, pipeline health, training needs, and go-to-market execution.
- Ensure distributor teams are knowledgeable, enabled, and motivated to represent Rigaku’s solutions effectively.
Territory & Sales Coverage Expansion
- Assess and enhance sales coverage to maximize reach and customer engagement across assigned geographies.
- Identify gaps in territorial penetration and implement strategies to strengthen presence through improved channel performance or channel expansion.
- Drive consistent field engagement, joint customer visits, and proactive pipeline development activities.
Relationship Building & Customer Engagement
- Foster long-term relationships with key accounts, end users, and industry partners to support sustained revenue growth.
- Work closely with distributor teams to support high-impact, high-value opportunities, customer evaluations, and strategic initiatives.
- Represent the voice of the customer internally, ensuring customer needs and key insights inform product positioning and operational planning.
Forecasting & Sales Operations Excellence
- Deliver accurate, timely, data-driven forecasts that reflect a realistic view of distributor performance and market activity.
- Monitor distributor pipelines, opportunity progression, and conversion rates using CRM and other reporting tools.
- Provide clear visibility to leadership regarding known and potential risks, upside, and trends affecting quarterly and annual results.
- Collaborate with Marketing, Service, and Operations to ensure seamless execution from lead to delivery.
Commercial Planning & Performance Management
- Develop annual and quarterly regional sales plans in alignment with global commercial objectives.
- Set performance expectations for distributor partners and hold them accountable through transparent KPIs and reviews.
- Support the introduction, training, and field readiness for new products or channel initiatives.
- Represent the commercial perspective for the North America region in global planning discussions.
Qualifications
- 8–12 years of experience in sales, channel management, or commercial leadership within analytical instrumentation, industrial technologies, or related technical markets.
- Proven success managing distributor networks and driving measurable commercial growth through channel partners.
- Strong forecasting discipline with a track record of delivering predictable results.
- Skilled relationship builder with excellent communication, negotiation, and influencing abilities.
- Experience organizing territory coverage and optimizing sales outreach.
- Bachelor’s degree in a technical or business field; advanced degree a plus.
Performance Metrics
- Achievement of quarterly and annual revenue targets.
- Distributor performance metrics (pipeline growth, win rates, coverage expansion, training completion).
- Forecast accuracy and adherence to reporting rhythms.
- Growth in territory penetration and new customer acquisition.
- Customer satisfaction and long-term customer retention.